About the Job
Litmus is building the data foundation that powers industrial AI.
AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.
We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time,...
Key Responsibilities
We're hiring an Enterprise Account Executive to drive new and expansion revenue across a portfolio of large industrial manufacturers. You'll be responsible for winning new enterprise logos and growing existing customers from initial sites to multi-site, global deployments of the Litmus Industrial DataOps platform. You'll work closely with Solutions Engineering, Customer Success, Marketing and our partner ecosystem to help manufacturers connect and put their OT data to work for analytics, AI and digital transformation.
This role will focus on a specific industry vertical (for example, life sciences, food & beverage/CPG, automotive, chemicals, or energy). The vertical has not yet been determined and will be aligned to your background and Litmus's go-to-market priorities.
This is a remote role based in the U.S. or Canada, reporting to the VP of Sales, North America, with up to 40% travel to customer sites, manufacturing plants and industry events.
· Build and execute a territory plan to win new enterprise accounts within your assigned industry vertical.
· Prospect into and build relationships with senior stakeholders across Manufacturing and Operations, Digital/Industry 4.0, OT/Automation, Engineering and IT.
· Run disciplined, multi-threaded sales cycles using MEDDICC, from discovery and business case through technical validation, pilot, procurement and close.
· Expand existing customers from initial plant or use-case deployments to multi-site and enterprise agreements, working with Customer Success to drive adoption and value.
· Build strategic account plans and mutual success plans, and lead executive business reviews with key accounts.
· Become Litmus's go-to expert in your vertical: learn its operational priorities, regulatory environment and buying dynamics, and bring a clear point of view to customers.
· Co-sell with system integrators, consulting firms and technology partners (automation, MES, cloud and data platforms) that serve your vertical.
· Maintain an accurate pipeline and forecast in Salesforce and consistently meet or exceed quarterly and annual bookings targets.
Required Skills & Abilities
· 4+ years of quota-carrying enterprise software sales experience, with a track record of closing complex, high-value deals.
· Experience selling into manufacturing or industrial organizations.
· Proven success both hunting new logos and expanding existing accounts in a land-and-expand model.
· Comfort engaging executive and plant-level stakeholders, and translating technical capabilities into business outcomes.
· Experience with a formal sales methodology (MEDDICC, Command of the Message, Challenger or similar).
· Deep experience or an existing network in a specific manufacturing vertical.
· Background in industrial software, IIoT, OT/IT, MES, historians, automation or manufacturing data and analytics.
· Familiarity with ISA-95, OPC UA and Unified Namespace (UNS) concepts.
· Experience co-selling with global system integrators and cloud/data platform partners.
